Over $1,000,000 in consulting services created and/or influenced by Digital Selling activities in under 90 days.

#Frost & Sullivan

About Frost & Sullivan

Frost & Sullivan is a growth partnership company focused on helping our clients achieve transformational growth as they are impacted by an economic environment dominated by accelerating change, driven by disruptive technologies, mega trends, and new business models. “We’ve spent more than 50 years guiding our clients toward transformational growth strategies by focusing on innovation opportunities driven by disruptive technologies, mega trends, emerging markets and new business models.”

Who is the Frost & Sullivan Target Audience?

There are 3 business units – Events, Growth Consulting, 360 degree Research and each unit sells to multiple teams across multiple verticals. The commonality between them all is that Frost & Sullivan is a trusted partner to these companies for market knowledge and leading edge IP.

Why Focus on Digital Selling?

  • It was imperative that the team remain leading-edge on all digital trends – which includes how they go-to-market.
  • These new digital selling skills can be evaluated for new insights and knowledge to pass to their customers at Frost & Sullivan events.
  • Frost & Sullivan can battle-test the validity of digital selling to apply in future research.
  • How can the sales team take advantage of +50 years of customer engagements to leverage for referral expansion?
  • Newly acquired new digital selling tools (ie. LinkedIn Sales Navigator) and they wanted to protect and optimize their investment.

What Results Occurred?

  • Over $1,000,000 in consulting services was created and/or influenced by Social Selling activities in under 90 days.
  • Sales Rep Quote: “I won a $86,000 consulting opportunity in financial services from social selling.”
  • Sales Rep Quote: “Won a $28,000 subscription client by sharing a prospective customers content that triggered a sales conversation.”

What's Next For Frost & Sullivan?

Happy with the results, Frost & Sullivan is now entering a reinforcement phase with Sales for Life and seeking to launch in EMEA + APAC. With behavior change as the core driving principle, Sales for Life continues to support all sales professionals to ensure they’re ahead of the learning curves.

“If had not been for our Social Selling outreach (through key account planning), this opportunity would have been completely overlooked. Our own customer was considering another solution for their adjacent business unit.”

Zach Sherman

Customer Success Support & Account Development Enterprise ++ Majors

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